Sales Leadership with Fexingo · 2026-07-04 · 5 min
What do you do when a prospect attacks your price before you've even shown the full value? In this episode, Lucas and Luna break down the psychology behind price objections and how to respond without discounting or getting defensive. They dive into the concept of 'value anchoring' - using a higher-priced option as a reference point to make your actual offering seem reasonable. Using the real-world example of Basecamp's transparent pricing page, they show how positioning the most expensive tier first can change the entire negotiation. Lucas shares a three-step framework for handling price attacks: don't defend, ask 'compared to what?', and then anchor upward. Luna brings a counterpoint about the risk of price anchoring backfiring when prospects feel manipulated. They also discuss when it's okay to walk away from a deal that doesn't make sense for either side. This is episode 92 of Sales Leadership with Fexingo.
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